Blog Post
This post is part two of a three-part series. In our last blog, we revealed many of the snarly situational factors that get in the way of coaching. The good news is that coaching obstacles are not insurmountable, and there are ways to improve sales performance in a meaningful, sustainable...Read more
Onboarding Is For Sales Managers Too
1 December 2018
Sales Enablement is the Key to Improving the Customer Experience
27 November 2018
76 Invaluable Sales Training Resource for 2019
26 November 2018
Management Tool
Competency Model Development Tool for Sales Organizations 
22 November 2018
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The Sales Management Association’s Sales and Sales Management Competency Dictionary is designed as a resource for firms developing competency models for their sales organizations. It draws upon commonly used competency descriptions used by sales organizations in defining the knowledge, skills, abilities, and behaviors associated with high-performing salespeople, sales managers, and...Read more
Webcast
Quantifying the Business Impact of Sales Onboarding
14 November 2018
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Recent Sales Management Association research identifies best practices in salesperson onboarding, and quantifies the economic impact when firms effectively onboard new salespeople. Join Bob Kelly, Chairman of the SMA, who hosts a panel of thought leaders and practitioners to discuss the business case for onboarding investment. Bob and the panel...Read more
This post is part one of a three-part series. Recent research by Vantage Point and the Sales Management Association indicates that sales coaching is perceived by sales leaders to be the most important competency for sales manager training. And we agree! We believe strongly enough in this notion that we...Read more
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